Chapter 14
When each industrial salesperson performs all of the selling tasks associated with all of
the firm's products, and performs these tasks for all customers in a particular territory,
the sales force is organized on:
a geographical basis.
a market-centered basis.
a customer basis.
a cluster basis.
a product basis. - answera geographical basis
By organizing its sales force around retailing, financial services, and the petroleum
industry, Hewlett-Packard is employing the _____ approach in structuring the sales
force.
national accounts
territory
product
market-centered
geographical - answermarket-centered
Effective sales training:
both builds the confidence and motivation of the salesperson and keeps the personal
selling function aligned with marketing program objectives.
keeps the personal selling function aligned with marketing program objectives.
builds the confidence and motivation of the salesperson.
all of the answer choices.
reduces the costs associated with recruiting. - answerall of the answer choices
Sales managers use a variety of measures to evaluate salesperson performance. When
the measurement system is behavior-based, the sales manager:
monitors and directs the activities of salespeople.
employs objective measures to evaluate performance.
emphasizes a compensation system with a large incentive component.
indirectly supervises salesperson activities.
measures the self-esteem of each salesperson. - answermonitors and direct the
activities of salespeople
When each industrial salesperson performs all of the selling tasks associated with all of
the firm's products, and performs these tasks for all customers in a particular territory,
the sales force is organized on:
a geographical basis.
a market-centered basis.
a customer basis.
a cluster basis.
a product basis. - answera geographical basis
By organizing its sales force around retailing, financial services, and the petroleum
industry, Hewlett-Packard is employing the _____ approach in structuring the sales
force.
national accounts
territory
product
market-centered
geographical - answermarket-centered
Effective sales training:
both builds the confidence and motivation of the salesperson and keeps the personal
selling function aligned with marketing program objectives.
keeps the personal selling function aligned with marketing program objectives.
builds the confidence and motivation of the salesperson.
all of the answer choices.
reduces the costs associated with recruiting. - answerall of the answer choices
Sales managers use a variety of measures to evaluate salesperson performance. When
the measurement system is behavior-based, the sales manager:
monitors and directs the activities of salespeople.
employs objective measures to evaluate performance.
emphasizes a compensation system with a large incentive component.
indirectly supervises salesperson activities.
measures the self-esteem of each salesperson. - answermonitors and direct the
activities of salespeople
